Sales Development Representative

Factory; San Francisco (CA); On-site; USD 60,000 - 90,000; Full time

Benefits offered by this job

Competitive base + uncapped variable

Early-stage equity

Health, dental, vision benefits

Premium hardware

Generous learning budget

Team offsites

Job summary

Factory is hiring a Sales Development Representative (SDR) to own top-of-funnel activities for Mid-Market engineering orgs. You will research accounts, open conversations with VPs, CTOs, and Platform leaders, and qualify opportunities for Account Executives.

You'll build ICP-based target lists, run multi-channel sequences, and maintain Salesforce CRM, with a clear path to an AE role and equity in a high-growth, enterprise-focused GTM team.

Qualifications

• 1–3 years of full-time professional experience, ideally including 6+ months in an SDR/BDR/ADR role at a B2B SaaS company.
• A track record of consistently hitting or exceeding outbound quota.
• Excellent written and verbal communication, able to write a cold email a busy CTO will actually open and reply to.
• High intellectual curiosity and ability to discuss CI/CD, code review, agents, or platform engineering.
• Self-starter mindset and comfort working in ambiguity with a data-driven approach.
• Strong organization with a bias toward measurement and funnel iteration.
• Familiarity with a modern sales stack: Salesforce, MixMax, LinkedIn Sales Navigator, Gong, Apollo, Clay.

Responsibilities

• Own outbound prospecting into a defined territory of Mid-Market accounts globally.
• Build target account lists with Account Executives using sales tools to identify buyers and timing signals.
• Run multi-channel outbound sequences (email, phone, LinkedIn) to earn responses from technical leaders.
• Qualify inbound/outbound opportunities against ICP, uncover pain, and book discovery meetings.
• Become a credible voice on Factory's product and the agentic coding category for engineering teams.
• Partner with Sales Leadership, Marketing, and Operations to refine messaging and playbooks.
• Maintain CRM hygiene in Salesforce and contribute to forecasting and pipeline reviews.
• Hit and exceed monthly quotas for qualified meetings and opportunities generated.

Skills

Quota attainment

Communication skills

Self-starter

Data-driven

Ambiguity tolerance

Tools

Salesforce

MixMax

LinkedIn Sales Navigator

Gong

Apollo

Clay

Job description

Job Description

We are hiring a Sales Development Representative (SDR) to be one of the first dedicated outbound sellers on our Mid-Market team. You will own the top of the funnel for engineering organizations of roughly 0-1,500 employees, researching accounts, opening conversations with VPs of Engineering, CTOs, and Platform leaders, and qualifying opportunities for our Account Executives. This is a high-impact role for someone who wants to learn modern enterprise software sales from the ground up, work directly with a world-class GTM team, and play a foundational role in shaping our Mid-Market motion.

What You'll Do

• Own outbound prospecting into a defined territory of Mid-Market accounts globally.

• Build target account lists in partnership with your Account Executives, leveraging sales tools to identify the right buyers and timing signals.

• Run multi-channel outbound sequences (email, phone, LinkedIn, and creative direct outreach) that earn responses from technical leaders.

• Qualify inbound and outbound opportunities against our ICP, uncover pain, and book qualified discovery meetings for Account Executives.

• Become a credible voice on Factory's product, the agentic coding category, and the technical workflows of modern engineering teams.

• Partner closely with Sales Leadership, Marketing, and Operations to feed back what's working in market and continuously refine messaging, segmentation, and playbooks.

• Maintain disciplined CRM hygiene in Salesforce and contribute to forecasting and pipeline reviews.

• Hit and exceed monthly quotas for qualified meetings and opportunities generated.

What We're Looking For

• 1-3 years of full-time professional experience, ideally including 6+ months in an SDR/BDR/ADR role at a B2B SaaS company (developer tools, infrastructure, or AI is a strong plus).

• A track record of consistently hitting or exceeding outbound quota.

• Excellent written and verbal communication, able to write a cold email a busy CTO will actually open and reply to.

• High intellectual curiosity: you can hold your own in a conversation about CI/CD, code review, agents, or platform engineering after a few weeks of ramp.

• Self-starter mindset; you thrive in ambiguity and don't wait for a playbook to be handed to you.

• Strong organization and a bias toward measurement, you instrument your own funnel and iterate weekly.

• Comfortable working with a modern sales stack: Salesforce, MixMax, LinkedIn Sales Navigator, Gong, Apollo, Clay (or similar).

Nice to Have

• Experience selling into engineering, DevOps, or platform buyers.

• Background as a technical founder, computer science student, or hands‑on developer.

• Exposure to Mid-Market or Enterprise sales cycles (multi-stakeholder, technical evaluation).

• Familiarity with AI-native tooling and the developer productivity landscape.

Why Factory

• Be one of the first SDRs on our Mid-Market team with a clear path to Account Executive.

• Work side‑by‑side with experienced GTM leaders and a product team shipping at a generational pace.

• Sell a product that engineers genuinely love and that delivers measurable, defensible ROI.

• Competitive base plus uncapped variable, meaningful early‑stage equity, and full health, dental, and vision benefits.

• Premium hardware, generous learning budget, and team offsites.

The team goes into the office 5 days a week in San Francisco (walking distance to Caltrain).

Factory is an equal opportunity employer. We evaluate candidates on merit and do not discriminate on any protected basis.